Episode 1 | Questions and Questioning Part 1

I’m often asked what the “killer questions” are for uncovering IT services opportunities.   In fact, I was asked that question several times this past week during the new employee sales training that was held in the Walnut Creek Office.  The unfortunate truth is that there is no such thing as a true killer question.  Nothing that will work the… Read more »

How to build good habits and change bad ones

I get in the car, start the engine and an hour later, I’m at work. I don’t remember the trip. I’m not alone, chances are the same thing happend to you.  It’s a habit and when you think about it, that’s a little scary.   Driving a car is not a simple thing to do.  Research suggests that some huge… Read more »

Trust and how to disagree with your boss

As a manager, I don’t always agree with my boss. Likewise, my teammates don’t always agree with me. Handled improperly, it’s easy to mistake a dissenting opinion as disrespect. Over the course of my career, I’ve found dozens of ways to handle this situation improperly as an employee and as a manager. Don’t worry, I won’t be sharing any of… Read more »

Fried ravioli with marinara, Lasainia and Greek Salad

Fried ravioli with marinara From Grace and Good Eats | Fried ravioli with marinara   Ingredients: 9oz refrigerated cheese ravioli (about 40 small) ⅓ cup feta cheese 1 cup Panko breadcrumbs 2 eggs 1 tsp Italian Seasoning 1½ cups Ragu® marinara Oil for frying Instructions: Let the ravioli and eggs come to room temperature. Pour about 1in oil in a large… Read more »

Episode 8 | The Sales Presentation

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How to use that leave behind asset to guide your sales presentation Happy New Year!  We had a fantastic end of 2015 closing several ACC opportunities as well as several more projects and procurement opportunities. Way to Go Jeremy! Congratulations Jeremy Redman on your ACC win in December!  Jeremy introduced us to one of his printing customers in early July…. Read more »

A Story about Why

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I’m just going to be honest. I really do not like running. I like setting goals and attaining them and I like the way I feel as a result of the exercise, but I’d much rather ride my mountain bike or play basketball. But I’m not riding my bike in the "tour de freedom" or playing in the "shoot for… Read more »